No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JULY 27, 2023

They weren’t even close to making quota. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI.

Prospecting 121

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 121

Increase Sales

OCTOBER 14, 2013

All of a sudden there is a plethora of marketing activity within social media. The fourth quarter is for many SMB salespeople a time of desperation because sales quotas are still lacking; business cycles for many are in the decline due to the holidays; to budget forecasting takes precedence over buying any new solutions.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Go for No!

MAY 28, 2021

But then there’s prospecting and lead generation and setting what we call, No Goals. That means doing the behaviors necessary to collect decisions from your customers and prospects. It’s the part where you are working towards hitting your sales goals or quota. . even in person. Knowing that the yeses will follow!)

Quota 137

Quota Social Media Lead Generation Twitter 137

SalesFuel

APRIL 2, 2024

of BDR professionals received a quota increase, reports 6sense research. For outbound lead management, BDRs primarily use email and social media. The company’s analysts define this practice as follows. “… Contact multiple individuals inside a prospect account before concluding that there is no opportunity present.”

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). But you have my blessing to become a small business owner. You don’t have to be just an employee. Build Your team. Say you buy into this crazy idea. Train Your team.

Account 385

Account Scale Social Media Small Business 385

No More Cold Calling

JULY 5, 2018

It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. They’re bombarded with cold calls, cold emails, and pitches on social media. But quotas and KPIs aren’t happenstance. Forget closing.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Sales and Marketing Management

OCTOBER 27, 2020

Everyone is online or social media hunting for the same leads. Sometimes, they choose to hide product weaknesses or know that the product will not serve the needs of the potential customer, but sell it anyways, hoping the prospect will not ask about it. Fear of missing quota (FOMQ). Fear of not finding enough leads.

Social Media 194

Social Media Quota Sales Qualified Lead Face-to-face 194

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.). Reduce the time it takes to close deals.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Sales Hacker

FEBRUARY 1, 2022

The role of prospecting in a world without SDRs. Why prospecting sits apart from sales [6:59]. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge.

Commission 90

Commission Quota Demand Generation Agencies Lead Rank 90

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. A linear, measurable, and repeatable outbound prospecting process.

Quota 121

Quota How To Outbound Cold Calling 121

Sales Hacker

MAY 8, 2020

Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.” Key Challenges in Remote Sales: Connecting with prospects and coworkers. Connect With Prospects and Coworkers. Sure, you can go longer, but only do that if your prospect wants you to.

Quota 77

Quota Social Media Face-to-face Follow-up 77

SalesFuel

MARCH 26, 2024

In any organization, the top sellers often make quota. And in general, Rain Group analysts point out, the quota numbers are not easy to reach. In addition, consultative selling skills stand out when top performers engage with prospects. These sellers quickly determine the business problems facing their prospects.

Training 116

Training Hiring How To Proposal 116

No More Cold Calling

SEPTEMBER 28, 2023

You certainly wouldn’t lead with a sales pitch before you even knew if the person would be a decent prospect. They weren’t even close to making quota. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. In fact, they were lagging by 27 percent. Not even close!

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. No salesperson wants to miss their quota.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 59

Ideal Customer Profile B2B Prospecting Lead Generation 59

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. BDRs typically make 17 attempts per contact (distributed between social media, phone calls, and emails). Support is directly tied to quota attainment. BDR achievement has remained steady.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Salesmate

SEPTEMBER 22, 2020

As a sales rep, your efficiency is measured on how well you can attain the sales quota. Without a healthy pipeline, it becomes difficult to achieve those sales quotas. 57% to 67% of salespeople miss their sales quota every year. Sales success begins with effective prospecting. What is prospecting in sales?

Prospecting 118

Prospecting How To Face-to-face Quota 118

Highspot

JANUARY 14, 2024

Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers. Social media tools (like LinkedIn): LinkedIn is a crucial tool for social selling, networking, prospecting, and building professional connections, essential for sales opportunities and relationship building.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

No More Cold Calling

AUGUST 30, 2018

There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Misperceptions, because salespeople have forgotten the social part of social selling.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

AUGUST 23, 2018

It’s not, because that’s not what social media is for. What Is Social Selling? . Social selling is a misleading term. Done right, it doesn’t actually involve selling, which is good, because no one wants to be sold to on social media. I don’t like it—and your prospects don’t like it. Not at all.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Sales 2.0

JULY 28, 2020

Nearly two-thirds of our respondents said that digital methods, such as email (31.3%), social media (27.5%), and webinars (13.1%), had been most effective for them. Another one third said their ability to reach prospects on those channels was about the same as it was before. The rest reported improvement.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Hyper-Connected Selling

MAY 9, 2017

Most of you are killing your credibility on social media instead of building it. Don’t Brag About Your Wins on Social. Your prospects and clients would think you were a cocky braggart. your prospects and customers) and make it all the harder to win the trip next year. Social Media Scales Your Personal Brand.

Social Media 58

Social Media Media Scale Quota 58

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. But, what do you really know about social selling? The State of Social Selling. 93% of sales executives have not received any formal training on social selling ( source ). B2B Social Selling with Twitter.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. There are many different estimates about the number of touches that it takes to reach a cold prospect, and none of them are promising. Yeah, me neither.)

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Steven Rosen

FEBRUARY 11, 2024

For instance, if the goal is to increase prospecting activities, salespeople need the necessary skills in email outreach, networking, and asking for referrals. This confidence translates into better prospecting, improved account planning, and more persuasive sales messaging.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. Salespeople who use social selling are 51% more likely to meet their quota, according to LinkedIn. Top 10 Social Selling Tools 1.

Social Selling 100

Social Selling Tools Social Media Lead Rank 100

Sales and Marketing Management

APRIL 24, 2020

In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business. Maybe they all found you in a similar way – social media, a trade show or sales outreach, for example. They need data. Lots of data.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Janek Performance Group

APRIL 5, 2022

In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. Therefore, value can be proposed but until prospects recognize value, they will remain hesitant to move forward in the sales process. Communicating Value is Hard.

Lead Rank 62

Lead Rank Lead Scoring Prospecting Scale 62

SalesFuel

MARCH 18, 2024

One reason is that they just aren’t doing enough research before engaging with a prospect. Something top performers – i.e. reps who hit 150% of quota – do," says LinkedIn’s Paul Petrone. They are seeking out quality pre-call intelligence that gives them deeper insight into a prospect, their industry and their company.

Research 52

Research Hiring Social Media Ideal Customer Profile 52

John Barrows

MARCH 4, 2020

Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. Become friends with as many prospects as you can. Don’t look at them as a prospect, look at them as I have to become this person’s friend.

Quota 91

Quota Marketing Outbound Intent Data 91

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Are they bigger and faster than your prospect? And how to get them there.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Steven Rosen

FEBRUARY 11, 2024

Recognizing the need for extra training, they brought in experts for areas like social media, territory planning, and sales messaging. For each leading indicator, like prospecting activities, sales leaders should pinpoint the specific training or coaching required to master that skill.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 40

Ideal Customer Profile B2B Prospecting Lead Generation 40